Mergers and acquisitions are an increasingly prevalent hazard in our industry. If you sell services to the insurance claims industry you know the “agony and defeat” of developing a client over time who, upon being merged into another company, becomes a “stranger” overnight. Frequently, the acquiring company has different standards, pre-existing relationships, and an aversion to using the acquired company’s vendor.
The “awesome soft seller” has only one way to look at this; in a positive light. In one sense, you may have lost a client. But another way to see it is that you’ve gained an “insider” at a new prospective company that may be able to help you “get in the door.” Here are seven words to help you make it to the next level. “NEVER, NEVER, NEVER EVER WRITE ANYONE OFF!”
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P.S. You can have me come speak to your conference or corporate meetings. Tell your organizers to call (800) 927-7644